Director, Microsoft 365 - Go-to-Market Lead

Overview
At KPMG, you'll join a team of diverse and dedicated problem solvers, connected by a common cause: turning insight into opportunity for clients and communities around the world.

Are you a talented leader with a proven track record for motivating teams and delivering exceptional client service?

The Modern Work GTM lead will operate with the goal of engineering scale and consistency in many areas, including Go to Market strategy, pre-sales, customer and partner experience, and core business leadership, playing essential role in translating KPMG's national vision and strategy to regional execution plans, and driving operational excellence.

The Modern Work Go-to-Market lead is a strategic position that is responsible for supporting our KPMG sales community and is accountable for connecting Alliance partners such as Microsoft, KPMG Partners, Sales, Marketing and Service Line teams to learn, share, create and leverage best practices for landing across our strategic accounts and priorities.

What you will do

• Ensures that the Modern Work business has the GTM leadership, support, and enablement needed to generate demand, and scale the professional services business which focuses on Microsoft 365 and AI (Copilot) for workplace modernization. Specifically, strategy, implementation, migration, customization and integration.
• Drive consistent cadence, engagement and collaboration across strategic priorities, accounts, and stakeholders including KPMG Partners, and Microsoft account teams. Ensure that Modern Work value and capability is well represented and accessible for injection into large business and digital transformation deals by ensuring that KPMG Partners are aligned and informed on opportunities and actions to take.
• Provides thought leadership and support to our KPMG Partner channels and sellers with the knowledge and resources to sell, while identifying gaps and opportunities to affect business outcomes, including revenue, customer adoption and market share.

Go-to-Market (GTM) Strategy, Planning, and Delivery

• Drives rigor in definition and orchestration of strategic go-to-market (GTM) plans inclusive of marketing, consulting, customer success, and partner functions that support the national Microsoft practice overall business strategy and execution.
• Influences and impacts strategy at the national level. Enables collaboration across relevant partners and stakeholders and leverages expertise in strategic cross-product/aggregate business metrics to drive insights and impact GTM strategy and delivery.
• Facilitates and drives engagement across a complex stakeholder map to drive Modern Work professional services growth strategy. Advises and enables functional teams in understanding and executing market strategy and customer segmentation strategy plans.

Product Advocacy

• Leverages credibility and expertise to act as the executive-level product/technical advocate and evangelist, providing thought leadership and driving impact across Microsoft Modern Work solution areas.

Business Development

• Drives area/subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities, marketing strategies and investment plans.
• Drives regular engagements with relevant executive stakeholders to develop and operationalize strategies and oversee implementation of cross-market solutions that drive strategic impact and increased market share, in line with area-specific service requirements (e.g., local regulatory compliance/programs).

Business Management

• Develops and orchestrates the execution of business strategy. Tracks the efficacy of plans across solution areas and regions to drive long-term sustainable growth for the business. Accepts end-to-end accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business.
• Defines and leads the execution of rhythm of the business cadence and metrics to gather feedback and enable field performance. Leads regular cadence of connections with corporate (e.g., global sales, marketing, and operations, the business group, engineering) to execute strategic planning.
• Acts as the executive-facing representative from the field, sharing insights back to the business (e.g., National Lead Partner for Microsoft, Other KPMG Service Line Partners, Finance, and Professional Services teams) on execution, performance, and trends across areas/subsidiaries. Consolidates insights to succinctly summarize the business for senior leadership. Utilizes expertise in key aspects of the business and rigor of execution to drive contributions to business performance.

What you bring to the role

• 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
• Bachelor's degree from an accredited college/university in a relevant field

Additional or Preferred Qualifications

• 12+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND bachelor's degree in business, Marketing, Computer Science, or related field

• 8+ years' experience managing and expanding a professional services/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.

Providing you with the support you need to be at your best
Our Values, The KPMG Way
Integrity, we do what is right | Excellence, we never stop learning and improving | Courage, we think and act boldly | Together, we respect each other and draw strength from our differences | For Better, we do what matters

KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice.

Adjustments and accommodations throughout the recruitment process
At KPMG, we are committed to fostering an inclusive recruitment process where all candidates can be themselves and excel. We aim to provide a positive experience and are prepared to offer adjustments or accommodations to help you perform at your best. Adjustments (informal requests), such as extra preparation time or the option for micro breaks during interviews, and accommodations (formal requests), such as accessible communication supports or technology aids, are tailored to individual needs and role requirements. You will have the opportunity to request an adjustment or accommodation at any point throughout the recruitment process. You will have an opportunity to request an adjustment or accommodation at any point throughout the recruitment process. If you require support, please contact KPMG's Employee Relations Service team by calling 1-888-466-4778.